The Challenger Sale: How To Take Control Of The Customer Conversation

Author: Matthew Dixon, Brent Adamson

Stock information

General Fields

  • : $35.00 AUD
  • : 9780670922857
  • : Penguin UK
  • : Portfolio
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  • : 0.322
  • : March 2013
  • : 234mm X 153mm
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  • : 35.0
  • : March 2013
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  • : books

Special Fields

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  • : Matthew Dixon, Brent Adamson
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  • : Paperback
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  • :
  • : English
  • : 658.85
  • : very good
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Barcode 9780670922857
9780670922857

Description

What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships - and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them. Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board have studied the performance of thousands of sales reps worldwide. And what they discovered may be the biggest shock to conventional sales wisdom in decades. The Challenger Saleargues that classic relationship-building is the wrong approach. Every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average performance, only one - the Challenger - delivers consistently high performance. Instead of bludgeoning customers with facts and features, Challengers approach customers with insights about how they can save or make money. They tailor their message to the customer's specific needs. They are assertive, pushing back when necessary and taking control of the sale. Any sales rep, once equipped with the right tools, can drive higher levels of customer loyalty and, ultimately, greater growth. www.thechallengersale.com

Reviews

The most important advance in selling for many years. -- Neil Rackham, Author Of Spin Selling

Author description

Matthew Dixon and Brent Adamson are managing directors with Corporate Executive Board's Sales Executive Council in Washington, D.C.